These 3 big words - Visibility, Credibility & Profitability are the foundations to business success.
Huh?
Have you ever been to a networking function like a chamber of commerce cocktail evening, and an agressive salesman type corners you?
He (could also be a she) will barrage you non-stop about his products, trying to convince you that you absolutely need his product, or else all the free radicals in the world will zoom in on you, and your hair will fall out, or something scary like that!
That is a typical hard seller, who upon the slightest Visibility (having met you) wants to immediately have Profitability (sell you something). Most people will run away from them as fast as they can!
They have forgotten that "People like to buy from people they like".
This is the part where Credibility comes in.
We need to build relationships with people first. Have an genuine interests in them, and see how we can assist them to solve their problems. In the process of building the relationship, we build our credibility.
People will be able to see our commitment, that we are able to walk the talk, deliver what we promise, have their best interests at heart, know that we have good intentions, understand our beliefs and value system - in short they TRUST us.
Once this happens, not only will we have customers for life, they would also have the confidence to recommend us to their friends and relatives.
"People will only refer business to people they trust."
Huh?
Have you ever been to a networking function like a chamber of commerce cocktail evening, and an agressive salesman type corners you?
He (could also be a she) will barrage you non-stop about his products, trying to convince you that you absolutely need his product, or else all the free radicals in the world will zoom in on you, and your hair will fall out, or something scary like that!
That is a typical hard seller, who upon the slightest Visibility (having met you) wants to immediately have Profitability (sell you something). Most people will run away from them as fast as they can!
They have forgotten that "People like to buy from people they like".
This is the part where Credibility comes in.
We need to build relationships with people first. Have an genuine interests in them, and see how we can assist them to solve their problems. In the process of building the relationship, we build our credibility.
People will be able to see our commitment, that we are able to walk the talk, deliver what we promise, have their best interests at heart, know that we have good intentions, understand our beliefs and value system - in short they TRUST us.
Once this happens, not only will we have customers for life, they would also have the confidence to recommend us to their friends and relatives.
"People will only refer business to people they trust."
This is the Secret to long term business relationships.When you have Visibility, build on the Credibility, and Profitability will naturally follow.
A recommended reading will be "The Speed of Trust" by Steven M.R. Covey.
Cheers
YP Lai
1 comment:
Hi YP: Yes, that is why most people lose friends faster than you can say Profitability! They start off wanting to sell before they know what the other person wants. The other person might not want to buy at all. I think being a hardsell is the worst sort of person to meet.
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